what do i need to sell advantage plans

Interested in selling Medicare Reward products from habitation?

It tin can sound intimidating, particularly when you consider the compliance rules. But we're breaking it down into a series of actionable steps so you can start selling MA products remotely.

It'south definitely different from Medicare Supplement, but you can become the go-to person for MA sales in your area.

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How to Go Prospects to Call You

In general, y'all can't brand outbound calls to sell Medicare Reward plans. In that location are a couple of exceptions, like calling existing clients or returning phone calls, only it's mostly off-limits.

In social club to sell Medicare Advantage over the phone, the obvious hurdle is finding a way to get on the phone with prospects! Here are some ideas for getting prospects to phone call you lot.

Get involved in your community

There are several marketing tactics you can utilise, simply I recollect an absolute requirement is having a presence in your community.

I don't think yous can pay whatsoever amount of money to someone and expect the phone your band all 24-hour interval. We are all responsible for making things happen, and if our community is where we get our sales from, we have to get out there.

Some agents write newspaper articles on a consistent basis, others practice seminars at the local library, some get involved with local affinity groups, and others join a business organization to commencement networking with business leaders. You lot never know when you'll get an opportunity, so you need to become a customs-minded person.

Your reputation inside your community is disquisitional – you need to be known as the become-to Medicare guru.

Use our marketing materials

Be certain to browse our Medicare Reward marketing materials library. All of information technology is compliant and customizable. We can add your contact information, logo, headshot, and colour scheme.

These are tools meant to broaden what you do in your customs to make yourself as the go-to person when it comes to Medicare.

That way, when folks in your area go ready for Medicare, your name is the starting time one to come to mind.

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Rules About Making Outbound Calls

Outbound telephone call rules exist to protect consumers. Even still, they're not perfect. We frequently hear from clients in January and Feb that they had no clue they signed up for a Medicare Reward program. So, information technology's not a perfect organization, but it's strict for a reason.

Sometimes, information technology'southward more than helpful to focus on what y'all Can do versus what you can't.

• You lot can call current enrollees, including those in non-Medicare products, to talk over programme business.
• Yous tin can return phone calls or messages.
• You can phone call when you go permission, such as from a business reply card or an email requesting a return telephone call.

Here are some things y'all can't do:

• You can't brand unsolicited phone calls to prospective enrollees.
• You can't call about other business concern as a mode to generate Medicare leads (bait and switch).
• You can't call referrals – the referred person needs to phone call you.
• You can't phone call someone who attended a sales event unless they gave express permission at that event for a follow-up call – and yous need documentation of that permission.
• You can't call prospective enrollees to make certain they received something you mailed to them (i.e: did you become my postcard?)

As you can see, the best manner to do compliant MA concern over the telephone is by getting your prospective clients to call you outset.

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Complete a Scope of Appointment (SOA)

The scope of appointment (SOA) isn't a negative matter – it'south a positive thing! With MedicareCENTER, you can email or text an SOA, making it easier than ever.

Fifty-fifty agents who see clients face-to-face love using the texting feature, because MedicareCENTER automatically stores the telescopic and you don't have to do whatever scanning or paperwork filing.

An SOA protects you and your clients, and information technology's but not the huge deal it used to be.

MedicareAPP, one of the 2 enrollment tools in MedicareCENTER, offers iii easy SOA options: electronic mail, text, or print.

Also, MedicareCENTER will store the scope of date indefinitely, then you can exist sure you have it on file for the required x years.

If y'all're selling Medicare Reward over the telephone, you cannot skip the scope of date. Utilize the handy or email or text feature and you'll be done in less than three minutes!

We did a webinar virtually how to do a telescopic of appointment in MedicareCENTER if you lot'd similar a full walkthrough:

The video should automatically start at timestamp 17:56 – if information technology doesn't, leap ahead to 17:56. That is where the SOA tutorial begins.

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Use MedicareCENTER

To find the best Medicare Advantage program for your customer and enroll them in it, nosotros recommend using MedicareCENTER. Information technology'south a very slick tool that allows you to compliantly sell Medicare Advantage plans over the telephone.

If yous plan to sell MA, MAPD, and PDPs remotely, MedicareCENTER will exist an invaluable tool for you.

Information technology's a one-end-shop that includes:

• Universal login: no need to log in to different carrier platforms.
• Scope of appointment: sign and shop your SOAs in 1 place, plus utilize the pop texting capability.
• Sort and select plans: enter your client's information and choose the best program for them.
• Enroll the client: add together the plan to your cart and starting time the application!

If you lot're not contracted with all the carriers in your area, it can exist helpful to reference Medicare.gov in addition to MedicareCENTER.

Only the carriers you lot are contracted with will announced, and so using Medicare.gov will ensure you see all available plans. Nosotros can help you become contracted with all the competitive plans in your cypher code – simply fill out the contracting form and check the box for Steve to get in touch with you.

If you're a visual learner, here'due south a full tutorial showing you how to use MedicareCENTER:

The video should automatically start at timestamp eight:55 – if it doesn't, bound alee to eight:55 That is where the enrollment tutorial begins with a comparing of MedicareAPP vs. MedicareLINK.

Telephonic Enrollment Steps

When you're ready to enroll a prospect over the phone, there are a few bullet points you need to hit to stay compliant.

Commencement, you must clearly inform the beneficiary that they're enrolling into a program. You need to mention the specific plan proper noun and type.

In that location's as well a pre-enrollment checklist, bachelor on pages 67-68 of the MCMG:

• Review the full list of benefits found in the EOC, especially for those services for which you lot routinely see a doctor.
• Review the provider directory to make sure your client'south doctors are in the plan'southward network.
• Review the pharmacy directory to make sure the chemist's they employ is in-network.
• Go over important rules, such as the requirement to also pay the Medicare Part B premium.

MedicareCENTER makes this all very easy. It literally takes you footstep past stride through the enrollment checklist. If your FMO isn't offer this to you, it's a game-changer. It's costless for any agent who's appointed with an Integrity partner, including the states (New Horizons).

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Ofttimes Asked Questions

Remote Medicare Advantage sales can exist a challenge, specially when you're doing your all-time to stay compliant. Here are some mutual questions we get from agents interested in selling Medicare Advantage over the phone.

Q: Permit'south say I sell a customer a last expense policy. Equally soon every bit I complete the app, can I accept them sign a telescopic of appointment and present and enroll them in an MA plan in the same meeting?

A: There used to be required circumlocution in the guidelines around a cooling-off menstruum (48 hours originally, which then moved to 24) for presenting or speaking about any non-health-related products. To stay safe, many compliance experts still advise agents to stick to that cooling-off period whenever possible.

If the client wants to go ahead and talk over Medicare Advantage products at the same date, the agent can capture the SOA and proceed. The MCMGs have not included any guidance on a cooling-off period in recent versions.

Q: If a client becomes a terminal expense customer at a meeting, am I gratuitous to bring up MA even if they don't ask anything well-nigh Medicare?

A: Unless a client brings upwards Medicare Reward to y'all, it's off-limits.

Q: Tin you call electric current Med Supp customers and bring upwardly Medicare Advantage?

A: Yes! If it's your customer, you're able to bring up Medicare Reward. Your current clients are not considered unsolicited contacts.

Q: Can I call current auto and home insurance customers and bring upward Medicare Advantage?

A: Yes. The Medicare Communications and Marketing Guidelines say you may "call electric current enrollees, including those in not-Medicare products."

Q: Tin I make my own marketing materials or does someone have to approve them?

A: Whatever marketing pieces mentioning a specific programme or carrier must be approved by CMS. The easiest way to kickoff marketing specific plans or carriers is to go to the carrier'south agent portal and select a piece they've created.

Any marketing pieces not mentioning a specific plan or carrier are typically categorized as communications – not marketing. These must adhere to the CMS language guidelines, just they don't demand approval from CMS. We accept developed a library of pieces you can utilize that adhere to the CMS guidelines.

Q: I accept a P&C bureau. Can I solicit my clients for Medicare products equally they plow 65?

A: Yep, you can. The Medicare Communications and Marketing Guidelines say you may "telephone call current enrollees, including those in non-Medicare products."

Q: For email marketing, what platform practise you recommend using since you have to have an opt-out and I tin't use my regular email?

A: There are so many email marketing platforms, and there'southward no right or wrong reply. Some popular options include Mailchimp, Constant Contact, ActiveCampaign, and HubSpot, simply at that place are literally hundreds of email marketing platforms.

Oftentimes, your customer direction system will accept email marketing capabilities, and then if you lot use AgencyBloc, for example, that would be ideal. It's one less platform to manage.

The key to staying compliant is having a way for people to opt out, so you cannot do any email marketing from your personal e-mail.

Related: Best CRM Software for Insurance Agents In the Senior Market

Q: How exercise you get people's emails to marketplace to?

A: You don't want to purchase an email list and just blast emails out. That's considered spam and can get your account shut down.

Outset collecting your existing client's e-mail addresses. If you lot have a website, provide something for people to download or offer an electronic mail newsletter signup.

Q: Are there any rules for writing articles for newspapers? Does it require CMS blessing?

A: It's best to be generic when writing articles for newspapers. If yous mention whatever specific plans or carriers, information technology would require CMS blessing.

Stay generic and adhere to the language guidelines CMS provides (such every bit never referring to $0 premium plans every bit "free").

Q: What is the best marketing arroyo for turning 65 leads?

A: I would try to get the get-to person in your local customs. What are y'all doing locally to ensure your community knows y'all as the Medicare practiced?

When a person that'southward turning 65 gets a postcard in the postal service, you have less than 2 seconds to get their attending earlier they toss it. What we try to do with all of our marketing materials is to put your make on in that location and capture their attending so they finish and pay attention.

The best marketing arroyo is a well-orchestrated combination of several tactics. Ultimately, it'southward all about a deep engagement with your customs.

Dive into this topic more: How to Market Medicare Advantage Plans

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Webinar Recording: How to Sell Medicare Advantage Over the Phone

Rewatch our live presentation explaining how to sell Medicare Reward plans from habitation.

Related: 10 Reasons You Should Seriously Start Selling Medicare Advantage Plans

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Conclusion

The offset hurdle agents have when considering selling Medicare Advantage plans over the phone is compliance. How do I make sure I do everything past the books?

Information technology can be intimidating, simply once you're familiar with the MCMG, it's really not and then bad. All of those rules are there to protect agents and consumers, and when you call up of information technology as a positive matter, it actually changes your mindset.

Selling Medicare Advantage over the phone is completely achievable – we know plenty of agents who it successfully.

Here are your basic steps:

1. Plant yourself as a Medicare guru in your community.
2. Develop a marketing plan to ensure prospects are calling yous (since you tin't call them).
3. Offer Medicare Advantage to your existing client base of operations.
4. Ship a scope of engagement (SOA) using MedicareCENTER.
5. Observe the right programme for your customer using Medicare.gov and MedicareCENTER.
6. Enroll your customer in their all-time programme using MedicareAPP or MedicareLINK, the two enrollment tools bachelor in MedicareCENTER.

If yous'd like more thorough Medicare Advantage preparation, cheque out our new, on-demand video training serial!

Practiced selling!

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Source: https://blog.newhorizonsmktg.com/how-to-sell-medicare-advantage-over-the-phone

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